The tendency in negotiations to stake out your position based on the assumption that in order to gain your way, something must be subtracted from the other party's way is known as
A) the myth of the fixed pie.
B) escalating commitment.
C) overconfidence.
D) the telling problem.
E) the selling problem.

Question

Quizplus · Accepted Answer

The tendency described in the question is known as the "myth of the fixed pie" which assumes that there is a fixed amount of resources or benefits to be divided between both parties, and in order for one party to get more, the other party must give up something. This approach can lead to a "lose-lose" situation in negotiations.

The Tendency in Negotiations to Stake Out Your Position Based